[Hiring] Manager, Business Development @Carrum Health

Role Description

We are looking for a Manager, Business Development to lead and grow our team of outbound Business Development Specialists (BDS). This role is critical to turning eligible patients into engaged program participants. Reporting to the Director, Patient Access, you will:

• Lead, coach, and develop a high-performing Business Development Specialists/ BDS team that educates, qualifies, and converts prospective participants into engaged members.
• Own conversion and engagement targets for outbound outreach, and build the cadences, call strategies, and follow-up workflows to exceed them.
• Coach consultative selling skills through call listening, live feedback, role-play, and modeling a "rock-solid" Carrum program pitch.
• Build a culture of curiosity around objections by ensuring reasons for non-participation are captured accurately and turned into messaging and outreach improvements.
• Establish, monitor, and evaluate performance metrics, including dial activity, contact rate, conversion rate, enrollment volume, follow-up discipline, documentation quality, and patient satisfaction, using dashboards to guide coaching and decisions.
• Leverage data to frame up outreach campaign progress, outcomes and to create visibility into this operation that other leaders can easily access.
• Supervise day-to-day operations of the BDS team, including scheduling, lead distribution, metrics reporting, and coverage planning during periods of high volume.
• Serve as the escalation point for sensitive or complex patient situations, and as a subject matter expert on the BDS workflow.
• Partner with leadership, Sales, Marketing, and Client Success to align outreach with employer populations, program launches, and eligibility changes, and to share feedback from the field.
• Support the design and continuous improvement of workflows, scripts, CRM processes, and tools that improve both patient experience and team performance.
• Onboard and train new team members quickly, ensuring consistency in pitch, compliance, and documentation.
• Implement and uphold standards for outbound calling compliance, documentation accuracy, and HIPAA.
• Foster a positive, mission-driven, high-accountability culture rooted in empathy and continuous learning.
• Serve as a role model for Carrum Health's values, leading with integrity, empathy, and a focus on patient-first outcomes.

Qualifications

• 5+ years of experience in sales development, inside sales, patient enrollment, or customer-facing outreach roles, ideally in healthcare or digital health.
• 3–5 years of people management experience leading outbound or sales development teams to consistently meet or exceed targets.
• Proven track record of coaching consultative selling, objection handling, and cold-call skills to measurable improvement.
• Strong experience with CRM platforms, auto-dialers and or telephony systems, and sales analytics tools.
• Highly data-driven, skilled at using funnel metrics to diagnose performance, guide coaching and create easy to access dashboards to frame up data for organizational reporting.
• Ability to balance conversion goals with empathy, knowing that patient trust is what makes results sustainable.
• Passionate about developing people and creating a supportive, high-accountability environment where teams can thrive.
• Strong communication and interpersonal skills, with the ability to engage effectively across all levels of the organization.
• Ability to handle confidential information appropriately and adhere to HIPAA requirements.
• Thrive in a fast-paced, dynamic environment, balancing multiple priorities with calm focus and strong organization.
• Entrepreneurial mindset: takes initiative, solves problems creatively, and drives meaningful change.
• Experience with self-funded employer benefit plans, bundled payment models, or healthcare enrollment campaigns is a plus.
• Spanish-speaking ability is a plus.

Benefits

• Stock option plan and performance bonus for eligible employees.
• Flexible schedules and remote work.
• Chicago and San Francisco offices available as an option.
• Flexible PTO, within reason.
• Summer Fridays (sign off @ 1pm local time).
• 15+ paid holidays, including Juneteenth, World Mental Health Day, and Carrum Health Day.
• Annual holiday shutdown in December.
• Paid parental leave.
• Health, vision, and dental insurance.
• Employee Assistance Programs (EAP).
• 401K retirement plan.